1. © 2007 Pearson Education Forecasting Chapter 13

2. © 2007 Pearson Education Demand Patterns  Time Series: The repeated observations of demand for a service or product in their order of occurrence.  There are five basic patterns of most time series. a.Horizontal. The fluctuation of data around a constant mean. b.Trend. The systematic increase or decrease in the mean of the series over time. c.Seasonal. A repeatable pattern of increases or decreases in demand, depending on the time of day, week, month, or season. d.Cyclical. The less predictable gradual increases or decreases over longer periods of time (years or decades). e.Random. The unforecastable variation in demand.

3. © 2007 Pearson Education Demand Patterns HorizontalTrend SeasonalCyclical

4. © 2007 Pearson Education Designing the Forecast System  Deciding what to forecast  Level of aggregation.  Units of measure.  Choosing the type of forecasting method:  Qualitative methods  Judgment  Quantitative methods  Causal  Time-series

5. © 2007 Pearson Education Deciding What To Forecast  Few companies err by more than 5 percent when forecasting total demand for all their services or products. Errors in forecasts for individual items may be much higher.  Level of Aggregation: The act of clustering several similar services or products so that companies can obtain more accurate forecasts.  Units of measurement: Forecasts of sales revenue are not helpful because prices fluctuate.  Forecast the number of units of demand then translate into sales revenue estimates  Stock-keeping unit (SKU): An individual item or product that has an identifying code and is held in inventory somewhere along the value chain.

6. © 2007 Pearson Education Choosing the Type of Forecasting Technique  Judgment methods: A type of qualitative method that translates the opinions of managers, expert opinions, consumer surveys, and sales force estimates into quantitative estimates.  Causal methods: A type of quantitative method that uses historical data on independent variables, such as promotional campaigns, economic conditions, and competitors’ actions, to predict demand.  Time-series analysis: A statistical approach that relies heavily on historical demand data to project the future size of demand and recognizes trends and seasonal patterns.

7. © 2007 Pearson Education Demand Forecast Applications Causal Judgment Causal Judgment Time series Causal Judgment Forecasting Technique Facility location Capacity planning Process management Staff planning Production planning Master production scheduling Purchasing Distribution Inventory management Final assembly scheduling Workforce scheduling Master production scheduling Decision Area Total sales Groups or families of products or services Individual products or services Forecast Quality Long Term (more than 2 years) Medium Term (3 months– 2 years) Short Term (0–3 months) Application Time Horizon

8. © 2007 Pearson Education Judgment Methods  Sales force estimates : The forecasts that are compiled from estimates of future demands made periodically by members of a company’s sales force.  Advantages:  They know which services or products customers will buy.  Sales territories are divided by district or region  The forecasts of individual sales force can be combined easily to get regional or national sales.  Disadvantages:  Individual biases: some people are optimistic, others are cautious  May not able to detect the difference between wants and needs  May underestimate their forecasts so that their performance will look good, or they may work hard only until reach minimum sales

9. © 2007 Pearson Education  Executive opinion: A forecasting method in which the opinions, experience, and technical knowledge of one or more managers are summarized to arrive at a single forecast.  Executive opinion can also be used for technological forecasting to keep abreast of the latest advances in technology.  Market research: A systematic approach to determine external consumer interest in a service or product by creating and testing hypotheses through data-gathering surveys.  Delphi method: A process of gaining consensus from a group of experts while maintaining their anonymity. Judgment Methods…

10. © 2007 Pearson Education Guidelines for Using Judgment Forecasts  Judgment forecasting is clearly needed when no quantitative data are available to use quantitative forecasting approaches.  Guidelines for the use of judgment to adjust quantitative forecasts to improve forecast quality are as follows: 1.Adjust quantitative forecasts when they tend to be inaccurate and the decision maker has important contextual knowledge. 2.Make adjustments to quantitative forecasts to compensate for specific events, such as advertising campaigns, the actions of competitors, or international developments.

11. © 2007 Pearson Education Causal Methods Linear Regression  Causal methods are used when historical data are available and the relationship between the factor to be forecasted and other external or internal factors can be identified.  Linear regression: A causal method in which one variable (the dependent variable) is related to one or more independent variables by a linear equation.  Dependent variable: The variable that one wants to forecast.  Independent variables: Variables that are assumed to affect the dependent variable and thereby “cause” the results observed in the past.

12. © 2007 Pearson Education Dependent variable Independent variable X Y Estimate of Y from regression equation Actual value of Y Value of X used to estimate Y Deviation, or error { Causal Methods Linear Regression Regression equation: Y = a + bX Y = dependent variable X = independent variable a = Y-intercept of the line b = slope of the line

13. © 2007 Pearson Education Linear Regression

14. © 2007 Pearson Education SalesAdvertising Month(000 units)(000 $) 12642.5 21161.3 31651.4 41011.0 52092.0 a = – 8.135 b = 109.229X r= 0.98 r 2 = 0.96 The following are sales and advertising data for the past 5 months for brass door hinges. The marketing manager says that next month the company will spend $1,750 on advertising for the product. Use linear regression to develop an equation and a forecast for this product. Linear Regression Example 13.1 We use the computer to determine the best values of a, b, the correlation coefficient (r), the coefficient of determination (r 2 ).

15. © 2007 Pearson Education Example 13.1 x2x2x2x2xy Sales (y) Advertising (x) 6.256602642.51 1.69150.81161.32 1.962311651.43 1101 14 441820925 14.91560.88558.2Sum 1711.64Average

16. © 2007 Pearson Education

18. x2x2x2x2xy Sales (y) Advertising (x) 14.91560.88558.2Sum 1711.64Average

19. © 2007 Pearson Education |||| 1.01.52.02.5 Advertising (thousands of dollars) 300 — 250 — 200 — 150 — 100 — 50 — Sales (thousands of units) Y = – 8.135 + 109.229X a = – 8.135 b = 109.229X r= 0.98 r 2 = 0.96 Y = a + bX Linear Regression Line for Example 13.1 Forecast for Month 6: X = $1750, Y = – 8.135 + 109.229(1.75) = 183,016

20. © 2007 Pearson Education  The production scheduler can use this forecast of 183,016 units to determine the quantity of brass door hinges needed for month 6.  If there are 62,500 units in stock, then the requirement to be filled from production is 183,016 - 62,500 = 120,516 units. Forecasting Demand for Example 13.1

21. © 2007 Pearson Education Forecasting Error  For any forecasting method, it is important to measure the accuracy of its forecasts.  Forecast error is the difference found by subtracting the forecast from actual demand for a given period. E t = D t - F t where E t = forecast error for period t D t = actual demand for period t F t = forecast for period t

22. © 2007 Pearson Education Seasonal Patterns  Seasonal patterns are regularly repeated upward or downward movements in demand measured in periods of less than one year.  Multiplicative seasonal method is a method whereby seasonal factors are multiplied by an estimate of average demand to arrive at a seasonal forecast.  Additive seasonal method is a method whereby seasonal forecasts are generated by adding a constant to the estimate of the average demand per season.

23. © 2007 Pearson Education Multiplicative Seasonal Method  Step 1: For each year, calculate the average demand for each season by dividing annual demand by the number of seasons per year.  Step 2: For each year, divide the actual demand for each season by the average demand per season, resulting in a seasonal index for each season of the year, indicating the level of demand relative to the average demand.  Step 3: Calculate the average seasonal index for each season using the results from Step 2. Add the seasonal indices for each season and divide by the number of years of data.  Step 4: Calculate each season’s forecast for next year.

24. © 2007 Pearson Education QuarterYear 1Year 2Year 3Year 4 14570100100 2335370585725 35205908301160 4100170285215 Total1000120018002200 Total1000120018002200 Using the Multiplicative Seasonal Method Example 13.5: Stanley Steemer, a carpet cleaning company needs a quarterly forecast of the number of customers expected next year. The business is seasonal, with a peak in the third quarter and a trough in the first quarter. Forecast customer demand for each quarter of year 5, based on an estimate of total year 5 demand of 2,600 customers. Demand has been increasing by an average of 400 customers each year. The forecast demand is found by extending that trend, and projecting an annual demand in year 5 of 2,200 + 400 = 2,600 customers.

25. © 2007 Pearson Education QuarterYear 1Year 2Year 3Year 4 14570100 2335370585725 35205908301160 4100170285215 Total1000120018002200 Average demand per season 250300450550 Step 1: For each year, calculate the average demand for each season by dividing annual demand by the number of seasons per year. Example 13.5

26. © 2007 Pearson Education SeasonYear 1Year 2Year 3Year 4 Average seasonal index 10.180.23330.22220.18180.2043 21.341.23331.30001.31821.2979 32.081.96671.84442.10912.0001 40.40.56670.63330.39090.4977 Step 2: For each year, divide the actual demand for each season by the average demand per season, resulting in a seasonal index for each season of the year Step 3: Calculate the average seasonal index for each season

27. © 2007 Pearson Education Example 13.5… SeasonAverage seasonal indexForecast 10.2043132.8232 21.2979843.6212 32.00011300.0328 40.4977323.5227 Step 4: Calculate each season’s forecast for next year.

28. © 2007 Pearson Education Comparison of Seasonal Patterns Multiplicative patternAdditive pattern

29. © 2007 Pearson Education Measures of Forecast Error  Cumulative sum of forecast errors (CFE): A measurement of the total forecast error that assesses the bias in a forecast.  Mean squared error (MSE): A measurement of the dispersion of forecast errors.  Mean absolute deviation (MAD): A measurement of the dispersion of forecast errors.  Standard deviation (  ): A measurement of the dispersion of forecast errors. Et2nEt2n MSE = MAD =  |E t | n  = = = =  (E t – E ) 2 n – 1 CFE =  E t, E t = D t - F t

30. © 2007 Pearson Education MAPE =  [ |E t | / Dt ] (100) n Measures of Forecast Error Mean absolute percent error (MAPE): A measurement that relates the forecast error to the level of demand and is useful for putting forecast performance in the proper perspective. Tracking signal: A measure that indicates whether a method of forecasting is accurately predicting actual changes in demand. Tracking signal = CFEMAD

31. © 2007 Pearson Education Absolute Error AbsolutePercent Month,Demand,Forecast,Error,Squared,Error,Error, tD t F t E t E t 2 |E t |(|E t |/D t )(100) 1200225-25 625 2512.5% 224022020 400 208.3 330028515 225 155.0 4270290–20 400 207.4 5230250–20 400 208.7 626024020 400 207.7 7210250–40 1600 4019.0 827524035 1225 3512.7 Total–15 5275 19581.3% Calculating Forecast Error Example 13.6 The following table shows the actual sales of upholstered chairs for a furniture manufacturer and the forecasts made for each of the last eight months. Calculate CFE, MSE, MAD, and MAPE for this product.

32. © 2007 Pearson Education Example 13.6 Forecast Error Measures CFE = – 15 Cumulative forecast error (bias): E = = – 1.875 – 15 8 Average forecast error (mean bias): MSE = = 659.4 5275 8 Mean squared error:  = 27.4 Standard deviation: MAD = = 24.4 195 8 Mean absolute deviation: MAPE = = 10.2% 81.3% 8 Mean absolute percent error: Tracking signal = = = -0.6148 CFE MAD -15 24.4

33. © 2007 Pearson Education Tracking signal  Tracking signal = CFEMAD

34. © 2007 Pearson Education % of area of normal probability distribution within control limits of the tracking signal Control Limit SpreadEquivalentPercentage of Area (number of MAD)Number of  within Control Limits 57.62 76.98 89.04 95.44 98.36 99.48 99.86 ± 0.80 ± 1.20 ± 1.60 ± 2.00 ± 2.40 ± 2.80 ± 3.20 ± 1.0 ± 1.5 ± 2.0 ± 2.5 ± 3.0 ± 3.5 ± 4.0 Forecast Error Ranges Forecasts stated as a single value can be less useful because they do not indicate the range of likely errors. A better approach can be to provide the manager with a forecasted value and an error range.

35. © 2007 Pearson Education Tracking signal = CFEMAD +2.0 +2.0 — +1.5 +1.5 — +1.0 +1.0 — +0.5 +0.5 — 0 0 — –0.5 –0.5 — –1.0 –1.0 — –1.5 –1.5 — ||||| 0510152025 Observation number Observation number Tracking signal Control limit Out of control Computer Support Computer support makes error calculations easy when evaluating how well forecasting models fit with past data.

36. © 2007 Pearson Education Criteria for Selecting Time-Series Methods  Forecast error measures provide important information for choosing the best forecasting method for a service or product.  They also guide managers in selecting the best values for the parameters needed for the method:  n for the moving average method, the weights for the weighted moving average method, and  for exponential smoothing.  The criteria to use in making forecast method and parameter choices include 1.minimizing bias 2.minimizing MAPE, MAD, or MSE 3.meeting managerial expectations of changes in the components of demand 4.minimizing the forecast error last period

37. © 2007 Pearson Education Using Multiple Techniques RResearch during the last two decades suggests that combining forecasts from multiple sources often produces more accurate forecasts. CCombination forecasts: Forecasts that are produced by averaging independent forecasts based on different methods or different data or both. FFocus forecasting: A method of forecasting that selects the best forecast from a group of forecasts generated by individual techniques. TThe forecasts are compared to actual demand, and the method that produces the forecast with the least error is used to make the forecast for the next period. The method used for each item may change from period to period.

38. © 2007 Pearson Education Some Principles for the Forecasting Process Better processes yield better forecasts. Demand forecasting is being done in virtually every company. The challenge is to do it better than the competition. Better forecasts result in better customer service and lower costs, as well as better relationships with suppliers and customers. The forecast can and must make sense based on the big picture, economic outlook, market share, and so on.

39. © 2007 Pearson Education The best way to improve forecast accuracy is to focus on reducing forecast error. Bias is the worst kind of forecast error; strive for zero bias. Whenever possible, forecast at higher, aggregate levels. Forecast in detail only where necessary. Far more can be gained by people collaborating and communicating well than by using the most advanced forecasting technique or model. Some Principles for the Forecasting Process…